Many people would like to find a book of sales plan templates — but there’s not one I know of. That’s probably because it’s sort of like asking for someone to provide a copy of their house plans for your consideration. It could be just the thing for you, but more likely isn’t. There are so many variables, so many options — usually many right answers for most situations, but also even more wrong answers.
There are principles, common industry practices, and a long list of common mistakes. And there’s what has worked and what hasn’t in your company. All these things, along with your current business imperatives and the role of the sales organization in executing them, will guide your plan design.
Donya Rose, CSCP, is Managing Principal of The Cygnal Group. She is a recognized expert in sales compensation plan design, regularly speaking at conferences and writing published articles. She serves clients from F500 to growth-stage businesses, and advises WorldatWork on sales compensation hot topics and best practices.